In this episode of Enterprise Sales Development podcast, we speak with David Dulany, Founder and CEO of Tenbound. David talks about how sales development has changed through his career and the skills and methodologies have stuck with him. He provides tips for sales coaching to level up your coaching game as well as best practices when it comes to scaling. He also provides suggestions to help you prepare for an SDR role and shares what skills and experience he looks for when building an ideal SDR team.
WHAT YOU’LL LEARN
How sales development changed in David’s eyes and some turning points he looks back on
What excites David on the events he puts together
Sales skills and methodologies have stuck with David through his years in the industry and strategies that have scaled well
The skills and experience he’s looking for when building an ideal sales development team
Suggestions to help you prep for an SDR role
Why he made the switch to CEO and what that role is like
The hallmarks of really good coaching and specific metrics that leaders and coaches should focus on
QUOTES
“The basic building blocks of sales skills are still important for people doing the SDR job and people running the teams. Really need to focus on making sure that they scale up their team to have that vocabulary to be able to talk to prospects and put messaging together that really helps.” -David Dulany [11:45]
“You have to feel it, and it’s got to come from deep inside your bones.” -David Dulany [31:19]
“Support sales development as a critical connection tissue across the go-to-market team, and celebrate and respect the critical role that they have to really bring this together.” -David Dulany [23:04]
“Hire slow and make determinations fast.” -David Dulany [28:56]
“Is your goal to build pipeline? Predictable, regular pipeline so you can walk into the board meeting confident quarter after quarter. Or is your goal to build an in-house farm team and give people an opportunity to build their career and stuff like that? Which is great. Most want both, right? So I would run them parallel as long as you’re getting great results from the agency and keep it going.” -David Dulany [48:29]
TIMESTAMPS
[00:00] Intro
[00:29] Meet David Dulany
[01:52] The events David puts together
[04:51] How has the industry changed
[07:51] Adoption and utilization
[10:49] Tried and true skills and methodologies
[15:42] Strategies that have scaled really well
[21:05] Bridging communication gaps
[24:31] Building an ideal sales development team
[29:22] Prepping for SDR roles
[34:20] Why the switch to CEO
[39:18] The hallmarks of good coaching
[43:09] The most effective sales development team
[49:10] The virtual event series and how to contact David
RESOURCES
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler
Salesforce
Market Map
Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller
The Tenbound Sales Development Conference
Multi-level marketing
GitLab
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Enterprise Sales Development with David Dulany | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
